Job Description

1. New Business Development

Identify and Pursue New Clients:

Develop and execute strategies to identify potential business opportunities in target markets, including both private and public sectors. Focus marketing and sales strategies on submarket verticals the Company specializes in, especially the healthcare, public housing, and higher education security market verticals. Conduct research to identify key decision-makers and understand their security needs and pain points. Cold-call, email, and engage with prospects through networking and events to generate leads. Leverage existing cooperative procurement and VASCUPP contract vehicles such as the Company's contracts with VCU, NRHA, GMU, etc. to gain new business opportunities. Strategically market these contracts to municipalities and agencies throughout the region who stand to benefit from the Company's specific service lines, such as SCOP services, Level III armed security services, TDO/ECO patient transportation, etc. Coordinate with the Company's hired contract consulting firm to pursue and secure a GSA schedule contract with the federal government. Search for large business opportunities in regions outside of the jurisdictions the Company is licensed in (VA, MD, DC, and TX), especially opportunities within the Company's targeted market verticals, to expand the Company's footprint and service areas.

Qualify Opportunities:

Assess leads and prioritize opportunities based on their potential to meet business goals. Track new or potential leads using the Company's official leads list/spreadsheet and meet weekly with ownership to discuss new leads and opportunities, as well as the status of previously identified opportunities. Engage in discovery calls and meetings to understand client needs and present tailored solutions.

Close Sales and Achieve Revenue Targets:

Lead negotiations and close business deals, ensuring proper alignment of solutions with client needs. Meet or exceed sales and revenue targets set by ownership.

2. Client Relationship Management

Build and Maintain Strong Client Relationships:

Serve as an available point of contact (though not primary) for new clients, ensuring their security needs are continually met and to maintain strong relationships originally cultivated when new clients began as leads. Foster long-term relationships through consistent communication and personalized support (ie, regular check-ins with clients once converted from lead to client)

Conduct Regular Account Reviews:

Perform regular check-ins with existing clients to discuss current solutions, address concerns, and explore opportunities for upselling or cross-selling new security products or services (ie, security consulting services, training opportunities, advanced or specialized services like Special Conservators of the Peace, etc.)

Ensure Client Satisfaction:

Act as an advocate for clients within the company, ensuring the delivery of high-quality service.

3. Strategic Planning & Market Analysis

Market Research and Analysis:

Continuously research and monitor the competitive landscape to stay ahead of industry trends, new security technologies, and evolving customer needs. Operate and manage the Company's GovWin account to identify and track market trends current and upcoming public solicitations (local, state, and federal), conduct competition research through the GovWin system, and leverage other market research tools the GovWin system offers. Provide feedback to leadership about market insights and opportunities for growth.

Strategic Account Development:

Work with senior leadership to help define strategic objectives for business development in targeted verticals or regions. Develop and execute account plans that outline strategies for growth and account retention.

Industry Networking:

Attend industry events, conferences, and networking functions to build brand awareness, gather market intelligence, and identify potential business leads. Schedule, coordinate, or host sales and marketing events for targeted potential customers, with events such as client dinners or luncheons, golf outings, vacations, sports or live performances, etc. (private sector clients only)

4. Sales Support and Proposal Development

Prepare Proposals and Presentations:

Collaborate with internal teams (technical, marketing, etc.) to create tailored security proposals and solutions for clients. Lead presentations and demonstrations of proposed security services to potential clients, highlighting key benefits, unique solutions, and ROI.

Contract and Proposal Negotiation:

Manage the negotiation of service contracts, terms, and pricing with clients to ensure mutually beneficial agreements.

Manage Sales Cycle:

Oversee the end-to-end sales process from lead generation to contract signing, ensuring all necessary documentation and approvals are in place.

5. Collaboration and Cross-Functional Support

Work with Technical Teams:

Collaborate with the Director of Operations to ensure proposed security solutions are feasible and meet the client's needs. Support the Director of Operations and his team during the implementation phase to ensure client expectations are met and security solutions are delivered effectively.

Coordinate Marketing Efforts:

Create, manage, and update marketing campaigns for the Company's services and website, including managing ad campaigns through Google Ads. Leverage SEO tools and coordinate with SEO experts with Company vendors (Google, Wix, etc.) to optimize SEO performance online. Create, manage, and update social media accounts and content on behalf of the Company through platforms such as Facebook, Youtube, etc.

6. Sales Reporting and Metrics

Track Sales Pipeline and Performance:

Analyze the sales pipeline to identify trends, forecast revenue, and adjust strategies to meet targets.

Regular Reporting to Ownership:

Provide monthly reports to ownership on sales activities, performance against targets, and updates on key accounts and opportunities. Track and report on sales metrics such as lead conversion rate, deal size, and time-to-close.

7. Contract Renewals and Upselling

Manage Contract Renewals:

Oversee contract renewal process with existing clients to ensure continuity of business relationships.

Upsell and Cross-sell Opportunities:

Identify and capitalize on opportunities to offer additional products and services that address evolving client needs.

Key Performance Indicators (KPIs):

Revenue growth and meeting sales targets Number of new clients secured Client retention rate and satisfaction Quality and timeliness of proposals and contract negotiations Sales pipeline health and conversion rates
Job Type: Full-time

Pay: From $90,000.00 per year

Benefits:

401(k) matching Disability insurance Flexible schedule Health insurance
Application Question(s):

Do you have experience selling and marketing security guard services? NOTE: this is limited to selling services and competing for contracts for companies that provide armed and unarmed security guard services. Unrelated security companies such as security camera companies, alarm installation companies, cyber security companies, and physical security product companies do not meet this specific security guard sales experience requirement. Do you have experience drafting comprehensive technical proposals and bids (minimum of 60 pages) for new prospective clients from scratch?
Work Location: In person